If you have not already, you can expect to be hearing more about storytelling as a means for communicating your business message.
Storytelling is one of the cornerstones of sales and marketing, because great stories are memorable, and therefore, readily shared.
Every business interaction with a prospective buyer or customer is a potential story. That’s right, stories about your business are already being shared. Isn’t it time to take a more proactive approach to contribute to the conversation?
Stories are media, and media is media, regardless of the source. This is why every business must become a media company to better manage its story within the communities it serves.
What I’m going to share with you today is that your business can actually use storytelling as a means for accomplishing goals beyond marketing to shape future events that become signature stories.
See the Story Within the Project or Opportunity
During the early days of my landscape architecture and construction business our company was unknown. In order to establish our presence within the industry and local community, we set a goal to complete at least one award-winning project.
One day, we were invited to discuss the renovation of a residential landscape that was such a mess, all of the other contractors walked away from it. As our team considered potential solutions, I got excited because I was beginning to realize that if we could transform this project into an award-winner there would be a great story to tell.
In business and life, you can let chance write your stories, or you can design an ideal result and get to work to make it happen. That’s what we did. It’s a simple practice of starting with the end in mind, and then building the sequential events to manifest that reality.
To accomplish this, we repeatedly asked ourselves one question: Why?
When everything has a purpose it just makes sense. Isn’t that what your prospective customers are looking for from you?
For example, we suggested a gentle water feature and stream for the back yard to create a sense of movement and flow that would naturally guide the eye through the space to the desired focal points. Our client rejected this idea because their dogs would play in the water.
After further consideration, we realized a dry stream (without water) would work equally well. They loved the idea. As a result, whenever a friend asked about the stream built from smooth, water-worn stones, our client shared the story that explained its purpose.
Consumers are attracted to not only what works, but also why, because then everything intuitively makes sense.
Stories Transform Goals into Reality
To succeed with your project, you have to first live the desired result in your mind as if it were real. The story for creating that reality will lead you to the necessary solutions for making it happen. It will identify the challenges that must be overcome.
We did indeed win the highest award possible for that particular project, and many more thereafter, because we always had a story to tell. I’m convinced that first imagining the story that would then become the focus of our marketing is what made it possible.
Facts and even pretty photos are easily forgotten without stories that make emotional connections. Our story captured the drama and imagination of how our team worked to delight our client, and that connected with the panel of judges.
Of course, the panel of judges for your business and mine is every prospective customer that wants to know more about us. Your business may have great solutions, but if you can make them come alive by answering why, you also have a memorable story that resonates with the buyer.
About the Author: Jeff Korhan, MBA, is the author of Built-In Social: Essential Social Marketing Practices for Every Small Business – (Wiley)